Thursday, August 20, 2009

But Wait...There's More!

To: Sales
From: Marketing
Subject: Exciting New Sales Enablement Service

Dear Sales,

Marketing is thrilled to announce that we are providing a full-time resource, for each of you! Their sole purpose is to qualify leads on your behalf as follows:

1. Qualify each lead’s profile fit – Job Role, Company Size, Annual Revenue, etc.!

2. Determine their level of interest – Analyse all their online activities and determine not only what their current level of interest is, but also what specifically they are interested in!

But wait, there's more!

3. Summarized lead qualification reports – This resource will provide you a daily hieracrchy of who to call first, second, third, etc. Plus, you will have complete access to up-to-the-minute information on all the above findings for every lead on this report, prior to you making your calls.

But wait, there's still more...

4. This resource has agreed to work like a dog (24/7 in fact), constantly monitoring and qualifying your leads!

But wait...hard to believe but here's the best part...

5. You won't have to pay this resource a portion of your commission! You won't have to pay them a portion of your base. This resource is marketing's gift to you and is provided at absolutely no cost to you!

Sincerely yours,


P.S. You're Welcome!~


How do you think your sales team would react to this message? I imagine they'd be jumping for joy!

Yes, this is the promise (and reality) of the benefits lead scoring provides. It is typically one of the first things new adopters of marketing automation want to implement.

So if you haven't begun your lead scoring journey, here are several excellent links to get you headed in the right direction towards long-term success:

If you have begun your lead scoring journey but for some reason are now finding it less than effective, something is wrong! This stuff really works (if done right).

Lead Scoring is a living, breathing activity. It is not something you create once and forget about. Things change, market conditions change, products change, sales cycles change.
If your lead scoring efforts have stalled, get some help.
If you're just starting out and need guidance on who, what, why and when to score, get some help.
But wait, there's more...
Lead scoring (especially coupled with lead nurturing) provides some of the highest returns you'll ever generate in your marketing automation system.
But wait...I know, I know, you're tired of hearing this...but if you act right now, the chances of getting very lavish holiday gifts from your salespeople this season will go up dramatically! I'll go out on a limb here and say your chances will be about 100%.

Updated 5-8-12
Visit my brand new website and learn more about Lead scoring best practices.

Steve Kellogg
-Demand Generation/Marketing Automation Consultant, Astadia
-Eloqua Certified Marketing Best Practices Consultant
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1 comment:

  1. Thanks you sharing good article. I fully read your post